Lesson 7.3 Sales Strategies Skills & Techniques

Sales Sales Strategies Collaborative selling Transactional selling 7.3 Intro to Promotion & Sales Sales Sales Strategies Collaborative selling Transactional selling Team selling

Collaborative selling LESSON 7.3 Intro to Promotion & Sales Collaborative selling Action The sales person and client take time to understand one another and develop a relationship according to the sales person’s offer and the client’s needs

Transactional selling LESSON 7.3 Intro to Promotion & Sales Transactional selling Action The sales person and client have limited interaction and the sale is based mostly on price or a specific element

LESSON 7.3 Intro to Promotion & Sales Team selling Action A variation of collaborative selling that includes multiple people from the selling or buying organization, or both

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques Prospecting Referrals Networking Cold calling

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques Action Prospecting: The process of consistently researching for and seeking out new customers for an organization’s products and services Prospecting is a very detail oriented process requiring careful research and analysis

LESSON 7.3 Intro to Promotion & Sales Prospecting Action A sales professional might research local businesses online that fit the demographics of a qualified potential customer Sales professionals may explore a number of avenues when prospecting to develop quality sales leads

Effective Prospecting LESSON 7.3 Intro to Promotion & Sales Effective Prospecting Action Trade Shows Industry Events Networking Events Consumer Lists Directories Industry Publications

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques Action Referrals: Occur when an existing customer recommends another organization or individual to a sales professional as a potential customer Referrals are traditionally an extremely effective means for generating new sales

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques Referrals Between 60% and 70% of all fitness industry sales are the direct result of referrals

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques Action Networking: Occurs when a group of like minded business people gather to help each other to cultivate sales Sales people often involve themselves in local organizations and functions in an effort to connect with as many new people as possible

Sales Skills and Techniques LESSON 7.3 Intro to Promotion & Sales Sales Sales Skills and Techniques The cold calling technique is generally a less productive means for generating sales than other techniques (networking and referrals) because the personal relationship element is non-existent Cold calling: A sales professional’s effort to generate new business through outgoing telephone calls without any previous communication with the prospective customer